Joanne Black

Joanne Black is America’s leading authority on referral selling and a sales executive with contrarian points of view. As the founder of No More Cold Calling™, Joanne works with sales teams to build disciplined and measurable referral programs that enable salespeople to score meetings in the C-Suite, derail the competition, and convert prospects into clients more than 50 percent of the time. An innovative sales advisor and captivating speaker, Joanne is a member of the National Speakers Association and author of NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust and Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. To learn more, call 415-461-8763, email joanne@nomorecoldcalling.com, or visit www.NoMoreColdCalling.com.

Small Business News, Advice & Blog
- Joanne Black

Good salespeople know the key to increasing a sales pipeline isn’t filling it with as many prospects as possible. Instead, the goal is to keep it brimming with hot leads—the kind you get with referral selling.
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The problem with most sales organizations is that they get so wrapped up in closing sales that they forget to set sales goals and metrics. Here's how to create goals that keep the pipeline full throughout the year.
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